Staff Publications

Staff Publications

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    'Staff publications' is the digital repository of Wageningen University & Research

    'Staff publications' contains references to publications authored by Wageningen University staff from 1976 onward.

    Publications authored by the staff of the Research Institutes are available from 1995 onwards.

    Full text documents are added when available. The database is updated daily and currently holds about 240,000 items, of which 72,000 in open access.

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Record number 491800
Title Give me your self: Gifts are liked more when they match the giver's characteristics
Author(s) Paolacci, G.; Straeter, L.; Hooge, I.E. de
Source Journal of Consumer Psychology 25 (2015)3. - ISSN 1057-7408 - p. 487 - 494.
DOI https://doi.org/10.1016/j.jcps.2015.01.006
Department(s) Marketing and Consumer Behaviour
WASS
Publication type Refereed Article in a scientific journal
Publication year 2015
Abstract Research on gift giving has devoted considerable attention to understanding whether and how givers succeed in choosing gifts that match recipients' tastes. On the contrary, this article focuses on how recipients' appreciation for a gift depends on the match between the gift and the giver. Four studies demonstrate that recipients are particularly appreciative when they receive gifts that figuratively match the giver, i.e., that contain references to the giver's characteristics, because they perceive such gifts as more congruent with the giver's identity. This effect is not conditional on inferences recipients might make about the giver's motivations or on whether recipients have a good relationship with the giver, but relies on the match concerning core rather than peripheral characteristics of the giver. Importantly for our understanding of identity-based motivation, these findings demonstrate in a gift-giving context that identity-congruence not only drives consumer behavior, but is also appreciated in other people.
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